description du poste

Founded in 2002, Baobab Collection has experienced strong growth over the past several years. Now a leading reference in the high-end home fragrance market, Baobab Collection products are true decorative objects thanks to their strong identity. The brand is now positioned within a global and highly selective distribution network. It operates internationally through a combination of directly owned boutiques, carefully selected independent partners, and leading luxury department stores. This controlled presence across key global markets strengthens the brand's desirability, coherence, and high standards.

To learn more, visit our website: www.baobabcollection.com

The VP Export is responsible for the global management, performance, and development of the brand's distributor network. The role owns the export business end-to-end, from distributor strategy and performance management to partner selection, contract negotiation, and long-term market development.

With a strong commercial and strategic focus, the VP Export is expected to unlock growth in existing markets by reassessing distributor fit and performance, while also expanding into new markets where a distributor model is the most effective route to scale, taking into account local compliance, tax, and operational constraints.

The role plays a critical part in shaping the brand's global footprint and ensuring consistent execution of its positioning across international markets.

Key Responsibilities

1. Global Distributor Management & Performance

• Own and manage the global distributor network across all export markets
• Act as the primary point of contact for distributors, ensuring structured, professional, and consistent relationships
• Define and monitor distributor KPIs (revenue, distribution, brand execution, inventory, compliance)
• Lead regular performance reviews, including revenue reporting, forecasting, and action plans
• Ensure timely and accurate distributor invoicing in coordination with Finance

2. Joint Business Planning & Market Development

• Develop and manage annual and multi-year Joint Business Plans (JBPs) with distributors
• Align local market strategies with the brand's global positioning, image, and commercial priorities
• Define distribution strategies by market (channels, doors, assortment, pricing)
• Identify opportunities to accelerate growth through improved execution, footprint expansion, or strategic refocus

3. Distributor Selection, Replacement & Expansion

• Identify markets where the current distributor setup is underperforming or misaligned with the brand's ambition
• Lead distributor replacement processes, particularly in Asia and Australia, including market assessment and partner exit strategies
• Proactively identify and evaluate new distributor partners in existing or new markets
• Build robust business cases and 3-year development plans for new partnerships
• Assess partner capabilities across commercial, operational, financial, and brand criteria

4. Contract Negotiation & Financial Structuring

• Lead negotiations on commercial terms, cost structures, and contractual frameworks
• Define and agree pricing architecture, margins, marketing contributions, and investment levels
• Ensure contracts support sustainable, profitable growth for both parties
• Work closely with Legal and Finance to ensure compliance and risk management

5. Market Entry Strategy & Business Model Adaptation

• Identify new market opportunities where a distributor model is the most effective route to entry
• Adapt the export business model to local regulatory, tax, and compliance requirements
• Define go-to-market strategies for new countries, including timing, scale, and investment level
• Support operational setup in new markets (logistics, compliance, onboarding)

6. Cross-Functional Leadership & Internal Alignment

• Act as the export business lead internally, coordinating closely with:
• Sales
• Marketing
• Supply Chain & Operations
• Finance & Legal
• Ensure internal teams are aligned on market priorities, forecasts, and execution constraints
• Provide clear visibility on export performance, risks, and opportunities to senior management

7. Strategic Contribution & Growth Agenda

• Contribute to the definition of the brand's international growth strategy
• Continuously assess market potential, competitive landscape, and distributor effectiveness
• Proactively propose strategic initiatives to scale export revenue and improve profitability
• Build a scalable export framework to support long-term growth

Core Competencies & Skills

Commercial & Strategic

• Strong experience managing international distributors in a B2B or brand-led environment
• Proven ability to scale export or international business across multiple regions
• Strong strategic thinking with hands-on execution capability
• Excellent financial and business case acumen

Negotiation & Partnership Management

• Proven track record of negotiating complex commercial agreements
• Ability to manage difficult conversations, including distributor exits or restructurings
• Strong partnership mindset, balancing brand control and local entrepreneurship

International & Market Expertise

• Deep understanding of international market dynamics, particularly Asia-Pacific
• Experience navigating regulatory, tax, and compliance challenges across markets
• Ability to adapt business models to local realities while protecting brand integrity

Leadership & Influence

• Strong cross-functional leadership skills without direct line management
• Ability to influence senior internal and external stakeholders
• Structured, clear communicator, both internally and externally

Personal Attributes

• Highly autonomous and accountable
• Results-driven, with a strong ownership mindset
• Comfortable operating in ambiguity and building frameworks from scratch
• Culturally agile, with a global mindset

Experience & Education

• 8–12+ years' experience in international sales, export, or distributor management
• Experience in premium, luxury, or brand-driven environments preferred
• Proven exposure to Asia-Pacific markets strongly preferred
• Fluent English required; additional languages a plus